For over a decade, Cityflo has built its foundation on a successful B2C model—servicing more than 2.5 million professionals across Mumbai and Hyderabad with app-powered, air-conditioned bus commutes that consistently earn 4.7–4.8 ratings and have saved approximately 75 lakh litres of fuel in FY 25 alone.
It’s this track record of reliable, tech-first operations and commuter trust that laid the groundwork for its expansion into the B2B and B2G segments—where the challenge lies not just in transportation, but in solving chronic pain points like unpredictable schedules, non-standardized ops, unverified drivers, and manual reporting. Today, Cityflo is translating its consumer-grade excellence into enterprise and government-grade mobility solutions.
In this conversation, Cityflo’s founders break down how the company is redefining commutes for busy corporate employees while playing a key role in organising India’s mass public transit through public-private partnerships.
Cityflo’s B2B strategy centers on delivering tailored, tech-driven transport solutions across diverse business settings—from corporate campuses to industrial zones, high-volume GCCs, and premium group travel—through two distinct offerings: Cityflo Corporate and Cityflo LUXE. Under Cityflo Corporate, companies gain access to a flexible, pay-per-seat model that brings reliable, AI-optimized commutes with seamless door-to-office and first-/ last-mile metro connectivity for today’s hybrid workforce; smart rostering and fixed-shift routes support factories and industrial hubs with 24/7 reliability, even in underserved areas.
Meanwhile, GCCs and call centers leverage high-frequency, scale-ready shuttle services staffed by verified drivers and live-tracked rides, backed by premium cab options for late-night shifts—all designed for safety and punctuality. On the events front, Cityflo LUXE offers airport transfers, outstation travel, and hourly rentals, addressing the widespread dissatisfaction with variable-quality on-demand cabs.
This differentiated portfolio is underpinned by Cityflo’s tech suite—live tracking, AI safety monitoring, predictive maintenance, and comprehensive admin dashboards—delivering up to 40% cost savings, 99.99% fleet uptime, and measurable improvements in commute experience, as evidenced by satisfied commuters and corporate clients alike.
Moreover, the company’s expansion into four-wheel segments taps into a landmark opportunity: India’s car rental market is estimated at $2.74 billion in 2024, projected to reach $9.3 billion by 2033 (14.5% CAGR). By weaving operational excellence with scalable, asset-light fleet and intelligent software, Cityflo is morphing into a full-stack mobility partner poised to define the future of B2B transport solutions in India’s top metros.
“Local transporters who are operating in the employee transport solutions fail to offer reliability and professionalism,” Co-founder Sankalp Kelshikar told Lightbox as he spoke about serving the unique needs of 30+ corporate clients including the likes of ICICI bank, Pfizer, Tata Projects, Lodha, Loreal, Paypal, and Emerson.
In the universe of corporate employee transport, the paper seat model has emerged as a pragmatic solution for companies that want to offer commuting support to employees in the absence of the overhead of fully chartered buses. Unlike traditional “exclusive-use” models- where a company books an entire vehicle regardless of how many employees actually use it- the paper seat approach allows employers to reserve only a fixed number of seats on shared routes. The exclusivity of employee shuttles made them a luxury limited to large corporations with deep pockets and a large concentrated workforce. But with rising hybrid work models and shifting attendance patterns along with pressures to cut fixed costs, exclusives are no longer viable for many businesses, explained Sankalp.
With its network of clean, air conditioned, GPS-tracked buses running on established routes in Mumbai, Cityflo is offering companies the ability to plug into an existing commute infrastructure. By keeping B2B pricing competitive and service quality consistent, it is unlocking new demand from mid-sized companies previously priced out of formal transport solutions.
Here’s how Cityflo is zeroing-in on its existing services to better serve newer corporate clients:
Maximising employee coverage at the lowest cost: Employees’ home location data across Mumbai is processed to optimise bus routes. The core strategy involves leveraging Cityflo’s existing bus route network to provide cost-effective transport solutions. Lower costs are a result of better route and schedule planning through promotion of high-occupancy vehicles with periodic optimisation, contributing to efficient resource utilisation.
Co-Pay, Simplified: Cityflo makes co-pay seamless through its dedicated corporate profiles. Verified employees can book rides directly on the Cityflo app and pay their portion of the fare via a cashless transaction with the balance automatically billed to their organisations—creating a smooth and transparent payment flow.
Expanding Tech Suite: Cityflo’s app continues to enjoy a tall rating of 4.8/5 on Apple’s App Store offering QR authentication, SOS alerts, real-time location sharing, and 24x7 passenger support via call or chat. And now, a more recent addition to their tech suite includes a smart safety camera system that enables the reduction of roads by 40-80% through real-time streaming and driver alerts.
Mumbai’s public bus system has hit a crisis—deficits surged to Rs. 2,514crore in FY24–25, and liabilities reached Rs. 9,200crore by 2024, while aging and shrinking fleets led to overcrowding, route cuts, and safety concerns.
The Urban Glide Initiative, a public-private partnership between Komorebi Tech (Cityflo’s parent) and transit veterans Sunil Solanki and Victor Nagaonkar, is riding the electric-vehicle wave: launching with 150 electric buses in Mumbai’s MMR area—scaling to 500 EVs in the first year—under a Gross Cost Contract model that could transform urban transport.
As diesel buses cost Rs.140/km and private EVs only Rs. 60/km, this switch could save Mumbai nearly Rs. 2,000 crore annually, positioning Cityflo’s venture at the heart of India’s e-bus revolution.
Cityflo’s role in Urban Glide turns a potential opportunity into a highly viable, asset-light business. Under the 12-year GCC framework, Olectra earns Rs. 80 per km from the government for each of the 75 buses (5,500 km/month), and pays Cityflo Rs. 1 per km—guaranteeing Cityflo a steady income of Rs. 4.95 crore annually. In exchange, Cityflo delivers an end-to-end tech-enabled operation—driver apps, real-time monitoring, payroll and rostering systems, plus EV charging management—all without owning a single bus.
That results in strong margins, scalable monthly revenues, and full alignment with performance incentives baked into the contract. With this template, Cityflo not only generates recurring revenue with limited capital outlay, but also builds a reusable software platform it can license to future GCC partners, validating its ambition to evolve into a Rs. 1,000–1,500 crore tech-driven transit software enterprise.
Cityflo’s strategic shifts are echoing a broader trend in India’s bus ecosystem with private operators gradually evolving into asset-light software-driven services. A 2024 IAMAI-Grant-Thornton report valued India’s bus industry at Rs.104,000 crore by 2026, with private bus tech services growing faster (7.4% CAGR) than their state-run counterparts (6.4%)—highlighting strong market appetite for digitisation of India’s transport systems through live tracking, e-ticketing, and fleet optimization. As Cityflo eyes to quadruple its revenue to Rs. 300 crore by 2027, its key alliances across government and corporate contracts will play a critical role in achieving this target it has set for itself.
